Bargaining and Negotiation

Dates: 8 - 26 July, 2013

Negotiating skills are crucial to business success. Like any other skill, one's ability to perform in negotiation is determined by some combination of natural ability, experience/practice and formal training.

This course will give the student negotiation practice and training. To that end, we will examine basic game theoretic, decision analytic, and cognitive psychological perspectives to negotiation problems.

These approaches highlight the importance of interests, information, strategy and power in defining the structure and outcomes of inter-dependent interactions. Prescriptive as well as descriptive findings from research in negotiations will be discussed throughout the course.

Text
L. Thompson, The Mind and Heart of the Negotiator, Prentice Hall (2005).

Lectures: 36 hours    Classes: 12 hours
Assessment: The assessment in this course will be divided into three elements: participation in classroom-based negotiation simulations, course exercises, and a two-hour, unseen written examination
 

Contenido del curso: 12 horas de clase semanales por las mañanas y conferencias y seminarios por las tardes en función del curso elegido.

Precio total: 3.980 €

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